Inside Sales Representative

Inside Sales Representative (Internal Sales Consultant)

Why join our team at Definiti? If you enjoy tackling challenges and believe in delivering exceptional client service, Definiti may be perfect for you. You can make a difference by helping to improve and secure many retirements, while also helping to grow a dynamic organization. Most roles are fully remote, so you need to be comfortable using technology, be productive in a home office with a reliable internet connection to stay in touch with your team and deliver high-quality service to our clients. Definiti supports your professional growth through comprehensive training and industry credentials and certifications.

Definiti is a national retirement services company that helps clients manage and administer their retirement plans. We help clients define what's possible and what's next for their retirement plans.

The Inside Sales Representative (Internal Sales Consultant) is an inside sales role responsible for driving revenue growth through cross-selling Definiti's 3(16) fiduciary services into the existing client base. This role is assigned a sales quota tied to Annual Recurring Revenue (ARR) and is accountable for identifying opportunities, engaging advisors and clients, and closing incremental business.

The Inside Sales Representative (Internal Sales Consultant) will partner closely with Regional Sales Directors (RSDs), Client Success, and New Business Implementation teams to ensure a coordinated sales approach, strong client experience, and successful conversion of opportunities into revenue.

Primary duties and responsibilities:

• Drive cross-sell of 3(16) fiduciary services into Definiti's existing client base to achieve assigned ARR quota
• Proactively identify opportunities through Client Relationship Management (CRM) pipeline analysis, existing client reviews, internal referrals from Client Success, Retirement Plan Consultants, and Regional Sales Directors
• Execute outbound call campaigns and targeted outreach strategies to drive awareness and generate opportunities
• Engage with financial advisors, plan sponsors, and internal stakeholders to position 3(16) services and value proposition
• Partner with Regional Sales Directors and internal teams to advance opportunities through the sales cycle
• Prepare proposals, pricing scenarios, and cost analysis aligned to ARR targets
• Lead prospects through the sales process including discovery, solution positioning, proposal delivery, and closing
• Ensure timely and accurate completion of all required sales documentation and client agreements
• Maintain accurate and up-to-date pipeline activity, deal status, and revenue forecasting in CRM
• Ensure smooth transition of closed business to implementation and service teams
• Deliver responsive, professional service to all inbound sales inquiries and internal requests

Competencies required:

• Strong sales acumen with a track record of meeting or exceeding quota-based goals
• Ability to proactively manage a sales pipeline and prioritize opportunities
• Clear and effective communication skills (written and verbal) across multiple audiences
• Ability to clearly articulate Definiti's value proposition, particularly related to 3(16) fiduciary services
• Strong organizational skills and attention to detail
• Ability to collaborate effectively across sales, service, and implementation teams
• Results-oriented with a high level of accountability and ownership

Education and qualifications:

• High School diploma or GED required
• Bachelor's degree preferred
• 3+ years of inside sales, business development, or financial services sales experience
• Experience in retirement plan services, financial services, or related industry strongly preferred
• Familiarity with 3(16) fiduciary services or ability to quickly learn offerings
• Experience working with Financial Advisors, Recordkeepers, and/or Plan Sponsors is preferred
• Experience with CRM tools (e.g., HubSpot, Salesforce) preferred

Remote working requirements:

• Ability to build rapport with others remotely while working productively with limited in-person interaction
• Have access to a reliable and consistently strong, high-speed internet connection suitable for remote work. A stable, high-speed internet connection is essential for effective communication, collaboration, and productivity while working remotely
• Designate a quiet, and well-lit space free of as many distractions as possible
• Be online and available to work during designated business hours in local time zone
• Accustomed to using Microsoft Teams (or similar virtual-meeting applications) to meet with colleagues regularly on video and use the chat feature for quick communications. We utilize many Microsoft Teams features (such as Channels and file storage) for announcements, relevant conversations, and file sharing. Familiarity with Microsoft Teams is a plus
• Accustomed with file-storage and file-sharing tools such as Microsoft SharePoint

Benefits:

• A virtual-first work philosophy for most jobs
• 401(k) with up to 4% match
• Flexible PTO allows you to take the time you need for wellness, vacations, and personal matters. We foster a trusting environment where employees manage their workloads responsibly. Time off doesn't accrue.
• 12 paid holidays, 2 paid floating holidays, and your birthday is a holiday
• Paid Parental Leave
• A variety of medical, dental and vision plan options including Definiti subsidized premiums
• Company-paid life insurance and short-term disability insurance
• Bonus plan eligibility